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IBM IBM SmartCloud Application Performance

cell computing and cloud applied sciences are two powerful traits with the expertise to aid corporations to develop into more aggressive. because of this, IBM relies on DevOps–an built-in application distribution philosophy, covering the total actuality cycle of the edifice procedure, from planning to the advent, climb and comparison.

The end is to permit “continual delivery” of utility options permitting agencies to prefer expertise of market alternatives and greater meet client calls for. improving construction tactics for cloud purposes is essential for companies. however, impartial strategies to software construction can obtain the changes however innovations prefer weeks and to prevail in a changing marketplace, businesses cannot occupy the funds for to lengthen the time.

That’s why IBM has created these options to enrich and streamline these techniques. And birthright here’s how the mega-colossal world company seeks to accomplish this:

Cloud solutions

The company continues to add analytical capabilities to its solutions within the cloud. most up-to-date of those is the Log evaluation, a fragment of IBM SmartCloud Analytics. Log analysis can carry the power of automated analysis to data of IT belongings from the terabytes of unstructured records made from infrastructure and applications. IBM SmartCloud Monitoring application insight is an answer that helps organizations computer screen the efficiency and availability of functions hosted on a cloud in existent time.

The other offering is the multiplied IBM SmartCloud application services. builders can exhaust SmartCloud software features to installation and manage purposes written within the Hypertext Preprocessor programming language the usage of Zend Server 6. The assist for this language makes it less complicated for builders to create indigenous purposes in the cloud.

“utility is the invisible thread driving transformations in corporations of every single industries and sizes,” stated Kristof Kloeckner, standard manager IBM Rational software. “As organizations and the dynamic markets wherein they conduct industry develop into extra advanced, it's necessary that they undertake a DevOps strategy to continuously delivery utility-pushed improvements to their customers.”

mobile solutions

Enabling efficient edifice and administration of cell apps, IBM in the climb of the 12 months launched MobileFirst initiative. As fragment of the initiatives, IBM has launched fresh outfit to assist agencies bring more suitable mobile applications sooner and at lower can charge.

Now extending the inventiveness, the company brought IBM Rational verify Workbench. With this solution, developers can list, adjust, reproduce and evaluate the examine eventualities to automate lots of (even heaps) of exams of a mobile machine. they'll also exist in a position to virtualize and check elements of the utility that haven't been achieved yet.

IBM Worklight & IBM SmartCloud utility functions is a free carrier that allows developers to create purposes and installation them in IBM SmartCloud with IBM Worklight expertise. companies can advance cell functions rapidly averting early fees within the venture management using this carrier.

IBM Joins fingers with AT&T to increase MobileFirst method

IBM and AT&T occupy announced a partnership to support groups to increase excessive performing mobile purposes. the mixing of each organizations’ technologies will assist enhance the trying out technique and analysis of the purposes and the battery life of mobile instruments, giving agencies the time to obtain alterations and improve performance.

As a fragment of the IBM MobileFirst strategy, cellular builders can examine the performance of their corporate mobile functions on any wireless network and enrich their performance.

the combination of AT&T’s software useful resource Optimizer (ARO) with IBM’s application construction answer for Collaborative Lifecycle administration (CLM) tackles finding and fixing efficiency and power bottlenecks of apps. ARO can support builders create apps that preserve battery existence, load pages sooner and ingest community resources in a wiser way, every single of which enrich the client adventure.

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desktop brand IBM (IBM) announced in late October that it would acquire open source software and cloud features arduous purple Hat for $34 billion. Per the terms of the acquisition, purple Hat will continue a degree of autonomy as a separate company unit within the better IBM umbrella. This potential that crimson Hat's partnerships and present open supply projects are recumbent to proceed for the foreseeable future. in this feel, the acquisition can exist considered as a win-win for each businesses: red Hat obtained a substantial amount of cash and entry to scaling without needing to surrender its pleasing strategy, goals, group, and culture, while IBM notched an magnificent feather in its cap and endured its expansion into the cloud.

this is not the first time that IBM has acquired a company. below, they are going to prefer a glance at probably the most different companies the laptop maker has bought.

Transarc supplier

In 1994, IBM bought Pennsylvania-primarily based application outfit Transarc agency, a five-yr-old company which had popularized varied file system application. among other items, Transarc developed a allotted transaction processing video display known as Encina; IBM utilized this product to enhance its own UNIX-based mostly products later on.

Lotus application

The maker of the universal Lotus 1-2-three spreadsheet software, one of the vital first person-pleasant and obtainable functions in the earliest days of IBM own computers, Lotus software turned into bought with the aid of IBM in 1995 for the charge of $3.5 billion. an stupendous impetus for the acquisition turned into Lotus Notes, a well-liked application Lotus had developed just before the purchase. IBM additionally purchased the industry as a way of accessing the customer-server computing world, which threatened to obtain host-based software a constituent of the previous.

Rational Machines

In 2003, IBM bought and rebranded Rational Machines for the charge of $2.1 billion. Rational offered an built-in edifice environment designed to boost productiveness in evolution group settings. IBM chose to buy the industry after the dot-com bubble burst and when Rational had declined in cost (although the industry changed into still totally profitable on the time).

Cognos

IBM investors and customers will seemingly occupy encountered the enterprise's line of industry intelligence and performance administration outfit branded as Cognos products. The name of these items is tied to a corporation of the equal identify that the laptop maker got in 2007 for $4.9 billion. The deal changed into viewed as an incredible step toward IBM becoming a exact-level competitor of agencies fancy Microsoft, with an intensive latitude of each hardware and application products.

Cleversafe

considered one of IBM's most contemporaneous acquisitions is Cleversafe. IBM purchased Cleversafe on November 6, 2015. The industry developed an protest storage gadget which was at first referred to as Dispersed Storage community but which has been rebranded keep up-acquisition because the IBM Cloud protest Storage provider. This acquisition was a different crucial step in IBM's trip towards cloud features.

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Good day, ladies and gentlemen, and welcome to the Second Quarter 2019 Commvault Earnings Conference. (Operator Instructions) As a reminder, this conference summon is being recorded.

I would now fancy to interlard your host for today's conference, Mr. Michael Picariello, Director for Investor Relations. Sir, you may begin.

Michael Picariello -- MD of Americas Research

Good morning. Thanks for dialing in today for their fiscal second quarter 2019 earnings call. With me on the summon are Bob Hammer, Chairman, President and Chief Executive Officer, Al Bunte, Chief Operating Officer and Brian Carolan, Chief financial Officer.

Before they begin, I'd fancy to remind everyone that statements made during this call, including in the question-and-answer session at the stay of the call, may comprise forward-looking statements, including statements regarding financial projections and future performance. every single these statements that relate to their beliefs, plans, expectations or intentions regarding the future are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995 and are based on their current expectations. Actual results may vary materially due to a number of risks and uncertainties, such as competitive factors, difficulties and delays inherent in the development, manufacturing, marketing and sale of software products and related services and general economic conditions. For a discussion of these and other risks and uncertainties affecting their business, delight remark the risk factors contained in their Annual Report in contour 10-K and their most recent quarterly report in contour 10-Q and their other SEC filings and in the cautionary statement contained in their press release and on their website. The company undertakes no responsibility to update the information in this conference summon under any circumstance. In addition, the evolution and timing of any product release as well as features or functionality remain at their sole discretion.

Our earnings press release was issued over the wire services earlier today and it also has been furnished to the SEC as an 8-K filing. The press release is also available on their Investor Relations website.

On this conference call, they will provide non-GAAP financial results. The reconciliation between the non-GAAP and GAAP measures can exist found in Table 4 accompanying the press release and posted on their website.

Commvault adopted the fresh revenue standard ASC606 on April 1, 2017. Their adoption was done on a retrospective basis, every single prior periods in their financial statements occupy been adjusted to comply with the fresh rules.

As a result, the results and growth percentage they will contend today are on a comparable basis using the fresh rules. every single references to software revenue are inclusive dollar amounts are a percentage for both software and products revenue as disclosed in their P&L.

Today's live webcast will also comprise a slide presentation as fragment of Commvault prepared remarks to facilitate updates on their Commvault advance initiatives. These initiatives comprise an update on their transition to subscription revenue models, as well as their recent operational review. The slides also cover their announcement of fresh multi-year revenue and operating margin targets. If you've not done so already, I would suggest logging into the webcast now to view or download a copy of the slides.

Please also note that in order to best remark the slides, they suggest enabling full screen slide mode within the webcast. In addition, the slides can also exist downloaded from the Commvault website under the Investor Relations page.

This conference summon is being recorded for replay and is being webcast and an archive of today's webcast will exist available on their website following the call.

I will now turn the summon over to Bob.

Robert Hammer -- Chairman, President and Chief Executive Officer

Thank you Mike, and advantageous morning, everyone and thank you for joining their fiscal second quarter FY '19 earnings call. On today's summon they will contend their fiscal 2019 second quarter results, their multi-year industry model transformation to deliver shareholder value called Commvault Advance, including an update on the progress they occupy made to accelerate their transition to subscription revenue models, the results of their recent operational review, which includes the announcement of fresh multi-year revenue and operating margin targets, and an update on their share repurchase program. Let me briefly summarize their Q2 financial results.

Software and products revenues were down 3% year-over-year. Total revenues were up 1% year-over-year, EBIT margin was 14.8%, up 550 basis points year-over-year, EPS was $0.40 per share versus $0.21 in the prior fiscal year.

Our EBIT margin improvement was driven by cost efficiencies, implemented as fragment of their Commvault advance initiatives. Later in the presentation, they will talk about their fresh revenue metrics that will provide greater clarity to investors on their subscription model transition, which has been accelerating over the ultimate several quarters.

In Q2, their subscription revenue represented the highest harmony of software revenue in their history and subscription annual condense value or ACV, which they will define later in the call, accelerated its year-over-year growth to over 90%.

As a reminder, ultimate quarter they were implementing a major corporatewide transformation called Commvault Advance. delight prefer note that Commvault issued a press release this morning, outlining the significant progress they occupy made since announcing Commvault advance in May.

The goals of Commvault advance are to establish a strong foundation to improve revenue, while at the very time achieving much improved operating margin leverage. The implementation was a culmin turning to their poise sheet and cash flows in the first quarter cash and short-term investments were partially 1.1 billion ation of a yoke of years of pains across products, pricing, a reorganization of their sales and distribution functions and the establishment of a much stronger, more efficient routes to market.

We believe that their second quarter software and products revenue reflected the temporary disruption from the significant Commvault advance related changes they made during the quarter, including reorganization of their sales and distribution organizations, which in fragment shifted a significant percentage of domain resources to support their channel and alliance partners and major simplification of both products pricing to obtain their solutions easier to both sell and buy.

We acted swiftly to implement these changes and while there was a higher even of disruption than they had anticipated, the most significant changes are now largely completed and they are focused on go-forward execution throughout the balance of FY 2019.

Based on the early results of these changes, they are already seeing improved momentum and occupy seen a sharp increase in funnel growth, strong order flood in October and solid forecast from the field. However, given the early stage of their transformation, they plot to remain conservative with their near-term outlook until they can validate the positive churn of the industry with solid quarter-on-quarter revenue growth.

We believe the implementation of Commvault Advance, although challenging in the near term, puts us in a much stronger position to prefer odds of the major shift in the market and significantly improves their competence to execute their strategy and drive revenue and earnings growth.

Commvault advance leverages their strength and shores up their weaknesses. Specifically, they believe Commvault has a leading technology to enable big enterprises to consolidate data management to deal with the critical issues related to cost, cyber compliance in the cloud, which I summon the 4Cs.

As data scale increases, they are also well on their path to their exit by scale in their platform. They now occupy simplified software solutions, pricing, packaging and appliances to deal with the shift to simplification in both the enterprise and the midmarket, particularly with their converged appliances and Commvault complete data management.

While they are the pellucid technology leader and migrating and managing data in the cloud with IBM's $35 billion acquisition of Redhat this weekend, there will exist additional focus on cloud and Commvault is well positioned to prefer odds of that with the leading data management platform in the industry.

We are leading the industry in data analytics with their know your data solutions with Commvault Activate. As fragment of Advance, they are laser focused on improving their competence to accelerate revenues through a much stronger sales and distribution. These efforts occupy been further bolstered with the recent hiring of several sales leaders with strong distribution focus.

Commvault has been focused on making fundamental changes to their products and their businesses that they believe will deliver sustained revenue growth and profitability over both the near term and the long-term.

These industry model optimization changes that will deliver shareholder value comprise an enhanced and expanded and simplified product portfolio, improved distribution leverage, a transition to subscription pricing and aligning their cost structure with their revenue growth.

So let me talk about their product portfolio. As I just mentioned, a key constituent of Commvault advance is to create and enhance expanded and simplified product portfolio, which includes product innovations that obtain it easier for customers to install and exhaust their products and changes to packaging and pricing structures to obtain a dramatically easier for their sales teams and partners to sell and customers to buy their products.

Commvault now has four distinct, simply powerful offerings. One is Commvault complete backup recovery, which is the consolidation of what was previously 20 SKUs. Commvault HyperScale Software and Appliances, just converged data management protection, combined with scale-out secondary storage.

Thirdly, Commvault orchestrate, which is fully automated disaster recovery, data test and data migration, particularly in the cloud and fourth, Commvault Activate, which is designed to support customers know their data and then ascertain and extract fresh industry insights from data under management whether that data is on-premise or in the cloud.

All these products occupy built upon a common software and technology platform they summon the Commvault Data Platform.

Another key strategy is to drive significantly improved distribution leverage through a combination of products, better aligned to routes to market, which comprise their appliances in Commvault Complete, reallocation of sales resources from direct selling to supporting their partners and the expansion of their alliance relationships.

During the first half of fiscal '19 they shifted a material portion of their sales and marketing resources from direct sales to supporting their channel and strategic partners and in strengthening their strategic relationship with key partners, including HPE, net Cisco, Microsoft and AWS.

We expanded their partnership with HP. Commvault backup recovery software will now exist fully integrated with the HPE store once appliances. The integration will allow backup data to exist moved natively to the cloud or back to on premise. They await this integration to exist available in November.

In addition, they launched sales programs for Commvault Complete and HyperScale, which are now included HPE's global price, which continue to align their domain organizations and keep structure around their drawing pipeline build.

We recently announced an expanded partnership with whereby NetApp is now a full reseller partner. NetApp and NetApp channel partners can now sell the Commvault backup recovery software directly to its customers.

We've continued to develop their strategic relationship with Hitachi, Bentara, Huawei and Fujitsu. They await to remark significant funnel build and revenue progress with both HP and NetApp during Q3. They remain excited about the industry occasion represented by their alliances with every single of these leading technology vendors and believe that these relationships will drive significant occasion for Commvault going forward.

Let me talk about their transition to subscription pricing. climb in fiscal 2018, they began transitioning a significant portion of their fresh customer revenue to subscription pricing models. This transition has benefits to both their customers and Commvault.

Our success with subscription models has been better than they anticipated and their repeatable revenue streams had been significantly outgrowing their legacy pricing models. This transition has created some headwind through near-term topline revenue growth as a like-for-like subscription transaction initially generates less revenue than perpetual sale, but they believe that it's the birthright long-term model in order to drive, improve and sustainable revenue growth for the future. Brian will highlight some of these key metrics, which testify their progress on this transition.

Now let me talk about cost efficiencies. During fiscal '19, they made excellent progress in adjusting their cost structure so that they can deliver meaningful improvements to operating margins over the next yoke of years. With the assistance of third party consultants, they identified areas of operational efficiencies both in the near and long term, which positively impacted the first half of FY '19 and they anticipate will drive higher operating margins for the poise of FY '19 and beyond.

Our progress is evidenced by the 61% year-over-year growth in Q2 in non-GAAP operating income. Brian will address their multi-year operating margin targets later in the call.

While they are making changes to simplify and improve their business, one thing they will not change is their commitment to innovation and delivering world-class solutions and support to their customers. As they identified economies in their cost structure, they occupy not decreased their investment in R&D or customer support since their objective is to maintain their technological leadership position in the industry.

Our commitment to lead the industry in innovation is highlighted by the announcements they made recently at their third Annual Customer and partner Conference Commvault GO. At the conference, they announced more powerful, yet simplified oversight of backup and data management operations by using sophisticated machine learning and simulated intelligence to automatically adjust backup schedules, dynamically auto optimize operations to improve IT resource utilization, prefer immediate actions to mitigate damage from a cyber bombard and provide existent time alerts on critical issues.

We also continued to maintain their leadership position in the cloud. Commvault Solutions seamlessly work with more than 40 cloud offerings and they continue to exist one of the leading data protection offerings to delivering workloads to the cloud in particular AWS, Azure and Google Cloud.

Our competence to enable customers to rapidly trip workloads to, from and between clouds, while protecting the data is a significant competitive odds and remains a key driver of the Commvault business.

Now that the foundation of Commvault advance is in place, they believe they will remark increased topline momentum, as their channel strategy, go-to-market initiatives and alliance partnerships has started to testify positive traction with funnel growth acceleration.

We anticipate sequential revenue improvement during the second half of fiscal '19 based on the following. One, the success of Commvault HyperScale Appliance and HyperScale Software Solutions, cloud migration and management, success for the Commvault Data Platform to gain share in big enterprises with the journey to the cloud and solutions to support customers mitigate and recoup from a cyber bombard with highly automated, machine learning and simulated intelligence aided data protection, disaster recovery and intrusion detection and mediation.

Third, becoming a leading foundation for governance, data analytics and as an optimized data source from industry analytics and finally, dramatically improving their growth in the mid-market by offering much more support to their channel and strategic partners, combined with the introduction of fresh innovative product offerings and pricing.

In summary, the implementation of the Commvault advance initiatives in Q2 resulted in disruption that did not allow us to achieve their top line objective. However, they believe the pieces are now in space for the company to execute and deliver improved financial performance.

I will now turn the summon over to Brian. Brian?

Brian Carolan -- Vice President and Chief financial Officer

Thank you, Bob and advantageous morning everyone. In addition to covering the traditional financial highlights for the second quarter of fiscal 2019, I will also spend time updating you on the progress they occupy made to accelerate their transition to subscription revenue models, including metrics, which demonstrate their continued progress toward more repeatable software and products revenue streams.

I will also update you on the results of their recent operational review, which includes the announcement of fresh multiyear revenue and operating margin targets. And lastly, I will provide you an update on their share repurchase program.

In addition to their earnings release issued earlier this morning, they also occupy made available a presentation on the Investor Relations section of their website and also included this presentation in their 8-K filing. If you are on the webcast you can ensue along with these slides during my remarks.

Q2 total revenues were $169.1 million representing an increase of 1% over the prior year period. On a sequential constant currency basis, total revenue would occupy been approximately $1.9 million higher, using prior quarter FX rates.

We reported Q1 software and products revenue of $69.5 million, which was down 3% year-over-year. Revenue from enterprise deals, which they define as deals over $100,000 in software and product revenue in a given quarter, represented 66% of such revenue.

Revenue from these transactions was up 8% year-over-year. The number of enterprise revenue transactions increased 10% year-over-year. Their impartial enterprise deal size was approximately $284,000 during the quarter.

Gross margins were 84.6% for the quarter. The cost of third-party royalties related to their HyperScale software solutions and the cost of hardware related to their HyperScale Appliances is included in the cost of software and products revenue. Total non-GAAP operating expenses were approximately $115.2 million for the quarter, down approximately 10% year-over-year and 7% sequentially.

We completed side 1 of Commvault advance and found significant efficiencies in their cost structure, which included reducing their overall headcount by approximately 7% since the climb of the fiscal year. They ended the September quarter with 2,644 employees.

In addition, as they depart through side II of Commvault Advance, they remain focused on maintaining their technological leadership position in the industry. They accomplish not await these operational initiatives to occupy an adverse impact their product evolution strategy.

Operating margins were 14.8% for the quarter, resulting in operating income or EBIT of approximately $25.1 million. As Bob mentioned, EBIT was up 61% year-over-year.

Net income for the quarter was $19.1 million and EPS was $0.40 based on a diluted weighted impartial share matter of approximately 47.8 million shares. As a reminder, during FY '19, they lowered their pro forma income tax rate from 37% to 27%. They believe that as a result of US tax reform, 27% will align to their long-term GAAP and cash tax rates.

We anticipate that their diluted weighted impartial share matter for full year FY '19 will exist approximately 48 million shares.

Let's now change gears and spend some time on their subscription pricing models and their continued shift to more repeatable revenue. Their subscription pricing models are continuing to resonate with customers. They believe their transition to subscription-based pricing models over the ultimate six quarters has been very successful.

For the sake of clarity and transparency, they are introducing two revenue metrics to support investors track the growth and progress of their subscription revenue transition. As you will see, subscription revenue is becoming a larger portion of the industry and they intend on accelerating the pace of this transition over the next several years.

When you combine their subscription-based license sales with their other repeatable services revenue streams, such as maintenance, managed services and SaaS, it represents what they summon their repeatable revenue. They are on track to achieve their goal of having 70% plus repeatable revenue in FY '19.

Let me start out by defining the nature of their current revenue streams. Slide 9 in their presentation includes a chart that summarizes revenue based on how it is recognized and if it is potentially repeatable, nearly every single of Commvault software and product revenue is related to solutions that are flee in the customers on-prem environment for cloud infrastructure.

We currently accomplish not occupy any significant revenue streams related to hosted or SaaS solutions. As a result, as required under ASC606, the vast majority of Commvault software and product revenue is recognized at a point in time, when it is delivered to the customer and not over the course of a contractual period. This is apt for both perpetual licenses and their software subscription software licenses.

As a reminder, their subscription software license agreements generally require a minimum, non-cancelable spending commitment and term, which is typically three years.

We occupy intentionally used the word repeatable and not recurring to describe this revenue, because it is recognized at a point in time and not ratably over the length of the contract. Each time a customer renews a subscription arrangement, Commvault will recognize the entire value of the software that was sold in the era of sale.

The only exception to this point in time recognition principle for their software products is sales of their pay as you depart utility arrangements. These utility arrangements are generally structured with no guaranteed minimums, which means they are recognized over time based on product usage.

We measure total repeatable revenue as subscription software and product revenue, utility software revenue and the revenue related to their maintenance and support services. Note that unlike software, their maintenance and support services on both perpetual and subscription software arrangements are recognized ratably over the condense term.

Slide 10 includes a summary of the benefits of subscription models. They occupy heard from many of their enterprise customers that consumption-based pricing such as subscription arrangements is very towering on their list of prerequisites for a data management solution.

Customers often prefer a subscription model, because it simplifies their procurement process, lowers their upfront commitment and aligns with their trip to consumption-based pricing models associated with cloud storage.

Ultimately a subscription license provides the customer with much more flexibility to accommodate the changes in their industry and technology. If subscription arrangements obtain it easier for prospects to become Commvault customers, they are confident that the lifetime value of their customer relationships will increase. And from a Commvault perspective, they believe these models will drive a more predictable and repeatable revenue stream over time.

Let's now peer at a simple representative instance of a perpetual license transaction and how it compares with a subscription license arrangement over both a three and six-year period.

In this example, on Slide 11, they occupy compared a like-for-like perpetual license and subscription license arrangement. As you can see, the subscription solution requires less upfront investment by the customer and results in lower initial revenue to Commvault.

In this example, the customer could purchase a perpetual license for their software for $245,000 plus annual customer support and maintenance. Each year that this customer renews their support maintenance, Commvault receives $45,000 of revenue. The total cost over a three-year era is $380,000 and increases to $515,000 over six years.

To purchase the equivalent amount of software under a three-year subscription model, the customer would pay $300,000 either upfront or over the three-year life of the agreement. This charge is inclusive of both software and maintenance and support. Over time typically, after the first read every single (ph) the cumulative revenue from a subscription model exceeds the perpetual model and related maintenance.

We believe this is a win-win scenario by making it easier to initially transitioned to CommVault, their customers will also realize other financial benefits over time versus a competitor's solution, such as more cost efficient storage, reduced downtime and less administrative cost.

In recognition of their transition to subscription models, they believe it is now necessary to highlight two key operating metrics, which demonstrate their continued progress toward more repeatable software and products revenue streams, which we've been discussing for several quarters now. They believe these metrics testify the potential value of the transition to CommVault shareholders.

The first is repeatable revenue and the second is a fresh metric not previously discussed, but widely used in the industry and that is annual condense value or ACV. I will walk you through each of these in the next few slides.

I will start with repeatable revenue, which is shown on Slide 13, as eminent earlier, their primary repeatable revenue streams are subscription, software and maintenance services. The amounts included on the subscription and utility software row are inclusive of both software and maintenance and support revenue on these arrangements.

The amounts included on the recurring support and services row is primarily maintenance and support revenue related to existing perpetual software arrangements. They would esteem approximately 71% of their Q2 total revenue to exist repeatable in nature.

As you can see, their repeatable revenue has been consistently growing in excess of their legacy pricing models and were up 22% year-over-year in Q2. The recent growth of their repeatable revenue streams has been driven by subscription software and products revenue, which is shown on Slide 14. Subscription-based pricing represented a record 43% of software and products revenue in Q2, which compares to 17% in Q2 of ultimate year.

Software and products revenue from such subscription-based models are up 136% year-over-year, a significant acceleration from ultimate quarter. This consists of both committed and often multiyear subscription sales as well as pay as you depart utility type arrangements.

The second metric, I would fancy to contend is the subscription and utility annual condense value or ACV, which is shown on Slide 16. As they transition to a mostly subscription or repeatable revenue model, this will provide greater visibility into the increased subscription contracts they sell. ACV is defined as one, the total active subscription contracts value, inclusive of revenue that was recognized as either software or support services, annualized for a 12-month equivalent value plus two, the annualized value of active utility or pay as you depart usage billings.

We believe this ACV metric normalizes the variations in contractual length among their subscription and utility transactions and will support investors and analysts track CommVault's transition to more potentially repeatable revenue streams.

This metric will exist a valuable data point to demonstrate the growth of their subscription and utility-based pricing models that they await to drive fresh customer acquisition, land and expand growth as well as up-sell opportunities. As of Q2, ACV has grown to $76 million after only a short era of selling subscription licenses. Importantly, ACV is accelerating and achieved approximately 90% year-over-year growth this quarter.

As fragment of their Commvault advance initiatives, their go-to-market model is highly focused on primarily selling these subscription licenses and they await subscription ACV to grow significantly over the next several years.

I would now fancy to spend the next few minutes addressing both their near-term financial outlook and their longer-term operating targets. As outlined in today's press release, they occupy been making advantageous progress within their Commvault advance framework across every single aspects of the company by strengthening their competitive technology position, broadening their product line, expanding distribution relationships, reorganizing sales and marketing and driving cost reductions and efficiencies.

We are on a path to improving the sustainable financial performance of the company, while they await that the changes they occupy made to products, pricing, distribution and partnerships will drive future revenues and operating leverage, they also took actions to align their cost structure with a reasonable revenue growth target.

As Bob discussed earlier, the implementation of the Commvault advance initiatives resulted in near-term disruption that did not allow us to achieve their Q2 and near-term topline objectives. They are also conservatively planning for modest revenue growth in Q3 and Q4. They await third quarter total revenue to exist approximately $181 million and fourth quarter revenue of approximately $189 million, resulting in total FY '19 revenues of approximately $715 million.

These expectations are based on Q3 and Q4 software revenue of approximately $82 million and $86.5 million respectively. If they achieve their revenue outlook, they will continue to remark margin expansion and strong year-over-year earnings growth based on the cost-cutting initiatives they began in early fiscal 2019.

We now await the Q3 EBIT margin percentage to exist approximately 15% and the full year FY '19 EBIT margin percentage to exist approximately 14.7%, which is a 380 basis point improvement over the prior year.

While their strategic fundamentals are strong and their competence to execute has improved, they still mug critical challenges. It is necessary to note that Commvault advance is a major transformation and restructuring effort. They are making fundamental changes to the business, which carries risk, tide to disruption and execution. While they believe that the majority of the elements of Commvault advance are in place, there is a certain constituent of transformational risk associated with the execution of such initiatives, particularly in the near term.

Despite these risks, they are already seeing improvements across numerous KPIs and October order volume is tracking well. Secondly, as they occupy discussed for many quarters, they are currently reliant upon a steady inflow of big six and seven-figure deals, which approach with additional risks due to their complexity and timing.

While they also requisite to improve their close rates on these deals, big deal closure rates will likely remain lumpy, particularly in the near term. And lastly, while they are cheerful with the progress they are making with subscription pricing models, the transition drives a headwind to near-term license revenue growth.

This transition will continue to occupy a dampening result on revenue, but they believe will ultimately result in a higher lifetime value. As previously stated, fiscal '19 will exist impacted by the near-term disruption of the changes they implemented that as fragment of their Commvault advance initiatives.

As they enter fiscal '20, their goal is to capitalize on these changes and start to realize leverage from their distribution model as well as the operational efficiencies they identified and implemented in fiscal 2019.

Turning to the next slide, you can remark the detail of their multi-year revenue and operating margin targets. Their fiscal '20 objective is to grow revenue by at least 9% while achieving 20% plus operating margins. Their fiscal '21 target is to continue driving operating leverage and obtain 25%-plus operating margins.

Our continued transition to more repeatable revenue will also exist a key component of their improved financial performance. As you can remark on Slide 21, their target is to achieve 80% repeatable revenue in fiscal '21.

Given their transition to subscription software licensing began in fiscal '18, fiscal '21 represents the first occasion for Commvault to significantly profit from renewals of existing subscription customers. As they continue driving repeatable revenue, they will focus on maximizing the value of subscription and utility annual condense value.

As previously discussed, their current ACV is approximately $76 million. Their goal is to achieve approximately $240 million of subscription and utility annual condense value by the stay of fiscal '21. The $240 million goal is approximately eight times the ACV they stated with when they began their trip to subscription based pricing.

In fiscal 2019, we've been focused on targeting areas of cost savings, such as reducing headcount by approximately 7% since the start of the year and setting the foundation for Commvault Advance.

One of the core principles of advance is to drive distribution levers through a focus on their alliances and partnerships. If they are successful, this will accelerate operating margin expansion and reduce their sales and marketing expense as a percentage of revenue.

As you can remark on this slide, their goal is to reduce sales and marketing expense from 53% of revenue in fiscal 2018 to 40% in fiscal '21.

Let me now shift gears to their poise sheet and cash flows. As of September 30, their cash and short-term investments poise was approximately $484 million. During the quarter, they repatriated $67 million of international cash back to the US and reduced the amount of cash held in foreign locations from $197 million as of June 30 to $130 million as of September 30.

Our remaining international cash poise is spread across over 35 countries, while their goal is to continue to recrudesce as much cash as feasible back to the U.S., they may not exist able to accomplish so in an economically efficient manner or may exist limited by foreign laws and regulations.

However, they accomplish believe that steps they are taking will result in the vast majority of future net cash flood to exist concentrated in the US.

Free cash flow, which they define as cash flood from operations less capital expenditures was approximately $17.3 million, which was up 2X, over the prior year period. As of September 30, 2018, their deferred revenue poise was approximately $316 million, which is an increase of 7% over the prior year period. Nearly every single of their deferred revenue is services revenue that has been invoiced to customers.

Lastly, let me update you on their share repurchases. During fiscal 2019, which includes transactions through yesterday, they occupy repurchased approximately $47 million or approximately 707,000 shares of their common stock at an impartial cost of $66.33 per share.

As disclosed in their earnings release issued earlier this morning, their Board of Directors has recently increased the total amount available for share repurchases to $200 million and extended the program for another year through March 2020.

That concludes my prepared remarks and I will now turn the summon back over to Bob. Bob?

Robert Hammer -- Chairman, President and Chief Executive Officer

Thank you, Brian. I would fancy to spend a few minutes talking about Commvault depart and the fresh products they announced during the show. They hosted their Annual Commvault depart User Conference earlier this month in Nashville. Registration exceeded ultimate year's total with approximately 2,200 customers, prospects and partners in attendance.

We announced a number of fresh products and services including an exciting fresh way for customers to interface with their software called Commvault Command Center, fresh backup and recovery as a service offerings and further expanded their portfolio of appliance offerings.

We raised the industry benchmark for software interaction and data management with the announcement of the Commvault Command Center, which provides customers with a single console for managing Commvault's complete portfolio of products across an entire enterprise on premise, cloud and stay point infrastructures.

The Command center is enhanced with the power of simulated intelligence and machine learning to provide easier to understand dynamic dashboard views of their customers' environments, much more comprehensive real-time reporting and unique learning capabilities, including the competence to prefer corrective actions.

Broad-based security enables IT, Admin and stay users to occupy their own easily customizable dashboards. The Command center can exist deployed on premise or in the cloud and is available now.

We announced a fresh backup and recovery as a service offering to deliver Commvault's powerful simplicity for customers wishing to consume backup and recovery requisite as a service. They also announced two other backup services for virtual machines on AWS and Azure, and a backup service for indigenous cloud application such as Microsoft Office 365 and sales force.

These solutions will exist available within cloud marketplaces for ease of acquisition and deployment. Customers can purchase the services as a Pay As You depart license or as a fixed term subscription. They also expanded the company's family of appliances with addition of two fresh appliances. The fresh appliances expand their offerings into a family of small, medium and big appliances that enable their customers to cost effectively scale from 10 terabytes to more than a petabyte or 10s of petabytes.

The fresh larger appliance is targeted at managed service providers and big enterprises featuring stellar technology with their Commvault Hyperscale software. The small offering takes a full power of Commvault complete backup recovery into an appliance offering perfect for remote office and arm offices.

All of their appliances can exist used to seamlessly backup data on-premise or trip it directly to the cloud. Commvault user cloud resources natively, which has cost, performance advantages versus competitive offerings, which require the customer to install an instance of their appliance in the cloud.

During the testify Al and I also delivered a keynote presentation that outlined fresh and exciting products and fresh ideas that meet today's unique data management challenges and opportunities for three main messages.

One Commvault complete backup and recovery continues to set the fresh industry benchmark for what it means to exist complete and backup and recovery solutions. Advances in machine learning and AI will create a sales driving fancy experience that redefines how customers engage with their software. This is made feasible through the capabilities of the fresh Commvault Command Center.

Secondly, the simple SmartCloud highlighting Commvault's competence to deliver a promise of the cloud faster to automated and orchestrated research management and control, we're now helping customers deliver on a multi-cloud environment as a apt extension of a modern on-premise data center.

And lastly, they continue to improve customers' scholarship of their data with a holistic enterprise wide view and they are delivering applications that allow them to act upon that knowledge. This comes to life through Commvault Activate.

Innovation remains the hallmark behind Commvault's product vision and leadership. Commvault is applying leading edge AI and machine learning to deliver outcomes that customers value most. Commvault challenges the industry to await more as they deliver truly complete backup and recovery.

Before they wrap up, let me briefly update you on the search process for a fresh CEO. As stated previously, the CEO Search Committee of their Board remains -- retained a leading search from May and has been identifying and actively interviewing candidates. The search process is well under way and the search committee is making advantageous progress.

In closing, under Commvault advance they made significant progress in the quarter, establishing a stronger foundation to better enable us to achieve more improved and predictable financial performance both in the short and long-term. While they are not satisfied with their Q2 revenue performance, they are seeing strong early momentum from their Commvault advance initiatives and are excited about their accelerating subscription revenue.

We occupy made comprehensive operational changes over the ultimate several months and these changes are now behind us. They are now focused on ongoing forward execution. The actions they took to align their cost structure at the climb of the year were evidenced in the 61% year-over-year EBIT improvement. Now that the foundation of Commvault advance is in place, they believe they will remark increased momentum as their channel strategy, go-to-market initiatives and alliance partnerships start to testify positive traction.

As I mentioned earlier, they are entering the second half of the year with a much stronger funnel. We'll exist focusing their efforts on executing the key elements of Commvault advance where they already occupy a solid already -- where they already occupy solid proof points of success.

Our objective is to obtain sure they achieve their near-term financial objectives while solidifying their Commvault advance Foundation for FY '20. Their immediate focus is to achieve their Q3 revenue and earnings forecasts.

Now let me turn the summon back to Mike. Mike?

Michael Picariello -- MD of Americas Research

Operator, can you delight open the line for questions?

Questions and Answers:

Operator

(Operator Instructions) Their first question comes from the line of Joel Fishbein of BTIG. Your line is now open.

Joel Fishbein -- BTIG, LLC -- Analyst

Good morning. I occupy one for Bob and one for Brian. I'll start with Brian. Hey Brian, thanks for the detail on the trip to the subscription model. What I'm just trying to understand is with a lot of these companies, you start this -- you remark deferred revenue grow birthright as you sign these deals, particularly larger ones and I'm just trying to understand why we're not seeing an uptick in deferred revenue with some of these subscription deals? And then I'll wait -- just request Bob the next question.

Brian Carolan -- Vice President and Chief financial Officer

Sure. advantageous Morning, Joel. So, as I described in the call, we're a bit unique when it comes to the application of ASC 606. When they sell their subscription software and license arrangements, they actually recognize that revenue upfront in the era of sale on the software portion.

The only thing that goes into deferred revenue potentially would exist the maintenance that's attached to that, just fancy a classic arrangement under perpetual model. It's the very type of carve out for maintenance and support that gets deferred over the contractual term.

So you don't remark it testify up in deferred. It actually shows up in era revenue that's been recognized. That's why we're going to try to point to other metrics such as ACV and repeatable revenue and try to give you advantageous visibility into the traction that we're making on more repeatable revenue models.

Joel Fishbein -- BTIG, LLC -- Analyst

Would you occupy a backlog number then, fancy in terms of total condense backlog or is that not a metric that might exist meaningful?

Brian Carolan -- Vice President and Chief financial Officer

That's really what, it's almost really, if you peer at the ACV is a proxy for what backlog would exist essentially.

Joel Fishbein -- BTIG, LLC -- Analyst

Okay. Great. And then Bob just for you, what gives you confidence that you can grow 9% next year? Obviously you're making a lot of changes birthright now and I'm just -- what's giving you the confidence? Is it something that you're seeing out there specifically that you can point to?

Robert Hammer -- Chairman, President and Chief Executive Officer

Yes Joel, clearly we're seeing a substantial, I exist of value substantial uptick in funnel flood in the enterprise just started to change. They saw it in the spring and it really accelerated through the summer in spite of disruption and continued as they entered Q3 in very big deals into the funnel and those deals were tied a trend in the industry for big enterprises to consolidate every single their data management functions to deal with cost, cyber compliance and the cloud.

And I believe their data management platform and the market is recognizing this, is in a class by itself in terms of delivering those capabilities. So that significant increase in big deal and flood also gives us optimism for this current quarter and it's continued.

And secondly, as I discussed in my remarks, they now occupy a much stronger distribution position and although that's going to prefer a exiguous time to impact their earnings, we're starting to remark that as well, so fortunately they got a massive significant upturn in their I'll summon it core enterprise industry and also that is also being driven by a much stronger partner and alliance relationships in the enterprise.

And from the midmarket standpoint, they are seeing advantageous traction with their appliances in Commvault Complete and fresh pricing. So the whole foundation at Commvault Complete was not try to obtain changes here. That's why it goes back a yoke years to obtain fundamental changes in their products pricing, routes to market, alignment with those routes to market and a much more efficient cost structure.

So internally, there's a lot of optimism underneath and I really Think we've done this the birthright way although it had some attended risks as they made these massive changes ultimate quarter.

Joel Fishbein -- BTIG, LLC -- Analyst

Great, thank you.

Operator

Thank you. Their next question comes from the line of Aaron Rakers Wells Fargo. Your line is now open.

Aaron Rakers, -- Wells Fargo -- Analyst

Yeah, thanks for taking the questions as well. So I want to depart back to that ultimate question and just understand the variables at play to underpin what looks to exist a 17%-plus sequential increase in your implied software license revenue this quarter.

I Think with that in mind, it would exist helpful to understand exactly what degree of funnel pipeline growth that you've been seeing and what assumptions are you making in terms of converting those funnel opportunities into recognized revenue? I'm just trying to understand the basis for that increase conservatism wise or what you remark to drive that even of sequential growth?

Robert Hammer -- Chairman, President and Chief Executive Officer

So the funnel growth Aaron is material and significant. I exist of value it's -- we're talking about a very major increase in the growth of funnel, particularly in big enterprises and particularly in the Americas and the assumptions we're making on funnel close what I summon reasonable and Brian can answer that question.

So we're not putting immense close rates on these areas of the funnel and then the other thing that goes along with this is their we've had predictive models here that are quite sophisticated and they've been quite accurate and their predictive analytics also peer really advantageous relative to the guidance they just provided.

Brian Carolan -- Vice President and Chief financial Officer

Yeah, I Think just to ensue on with Bob's point, we're using fairly typical and impartial close rates applying that to the current quarter funnel. Again, they remark a robust uptick in their enterprise deal funnel heading into this quarter, which we're pleased with. Although I did gainsay that could exist lumpy at times, we're still, we're pleased with that number in available funnel.

Robert Hammer -- Chairman, President and Chief Executive Officer

I think, Aaron, you saw a lot of this and this kindhearted of validates what you saw it depart since you were there and what you heard on the floor.

Aaron Rakers, -- Wells Fargo -- Analyst

Yeah, and just a quick follow-up, I'm just curious, I Think ultimate quarter Bob, in response to your question, you said that basically 98% I Think was the number that the total sales favor realignment efforts occupy been completed.

As they peer at the leverage that you're presenting to us going forward, I'm curious of what else is there in terms of sales realignment or for that matter, sales headcount reduction efforts that should exist anticipated in front of us if there are any?

Robert Hammer -- Chairman, President and Chief Executive Officer

I would gainsay the bulk of this is behind us, but as they depart forward and bring the leadership in, which we've done, I Think over time they will continue to refine that model. So I Think there are additional benefits to exist gained on efficiency, but those are incremental relative to what they just went through.

Aaron Rakers, -- Wells Fargo -- Analyst

Okay, thank you.

Operator

Thank you. Their next question comes from the line of Jason Ader of William Blair. Your line is now open.

Jason Ader -- William Blair -- Analyst

Thanks. Bob, thank you for the CEO search update. I guess my question on that is, five months into when you announced it and they haven't seen any announcements yet. So I guess why is it taking so long? Is there anything you can give us some more color on that?

Robert Hammer -- Chairman, President and Chief Executive Officer

I'll just obtain the comment that the search committee is making very advantageous progress on the CEO search.

Jason Ader -- William Blair -- Analyst

Okay. impartial enough. And then over the ultimate few years, we've seen a series of restructuring and pricing and packaging changes. I know that you guys are optimistic on the things that you're implementing birthright now, but why should investors believe that this time is going to exist different?

Robert Hammer -- Chairman, President and Chief Executive Officer

Well, the only validation is for us to hit the numbers. That's the only existent validation. every single I can gainsay is the funnel growth and the types of deals we're seeing now are in a different category than we've seen in their history. So a lot of the deals -- there is a lot of deals that are in the multiples of millions of dollars and it's both mainly in the Americas and AMEA, primary in multiple million this is summon it $3 million, $4 million, $5 million, $6 million kindhearted of deals and they're accelerating.

So we've got that, that's existent and these deals are well scrubbed and they're stirring through the funnel well. In addition, we've never had the strength of their product line for the bid market, where their appliances are complete and really getting their prices in line and we've eased that up with a lot more resources and focus.

So I Think fundamentally, they didn't try to accomplish a quick fix here. They try to really understand the market dynamics and address it.

In addition, let me exist pellucid about this, if you peer at their platform for the cloud, a existent cloud platform to manage data and migrate it to the cloud and manage it in as a scale out platform and with Linux functionality, I Think there is a stronger platform in the industry than what they occupy here at Commvault.

And we've been able to prefer the next step and enhancing that platform for let's summon it multiple exabytes scale, which they anticipate will exist in the market sometime early next fiscal year. It's not that far away. So I Think technically we're in a really advantageous position.

I Think we're seeing the existent traction from the consolidation taking space in the enterprise across the Board for data management functions. I Think cyber is a immense driver of that and we've had really advantageous success in taking major customers and they when they recoup from major cyber attacks, they had most present at their depart Conference as a advantageous instance of that.

Clearly, things fancy GDPR compliance are playing a role of that and the cloud is becoming increasing necessary and I don't Think there is any platform on the planet that allows customers to natively exhaust the cloud and every single its aspects fancy they have.

So in spite of the changes the things they made, I Think the company is fundamentally in a extremely strong strategic position to accelerate growth and they occupy established a much more efficient cost structure to drive the bottom line.

Jason Ader -- William Blair -- Analyst

Thanks.

Operator

Thank you. Their next question comes from the line of Andrew Nowinski of Piper Jaffray. Your line is now open.

Andrew Nowinski -- Piper Jaffray -- Analyst

Okay. Thank you very much. advantageous morning. So looking at Slide 21, your assumptions for repeatable revenue growth suggest growth of just 17% in fiscal '19. I Think that decelerates to about 16% by fiscal '21, despite the amalgamate continuing to increase.

Is that factoring in charge declines or why should they await repeatable growth to basically top out at the fiscal '19 even for just at the start of the transition and they haven't seen an impact from renewals yet?

Brian Carolan -- Vice President and Chief financial Officer

Well, again we're trying to exist a exiguous bit conservative with their guidance out there Andy. So I Think that we'll remark an acceleration. By FY '21, will exist the first meaningful year, where they remark renewals start to happen, but they want to exist reasonable with their expectations and so they actually remark that happen.

Andrew Nowinski -- Piper Jaffray -- Analyst

Okay. impartial enough. And then in Europe, if I looked at the software revenue, it actually did decline about 17% this quarter despite the GDPR tailwinds. I guess, can you just give us an update on what's going on in Europe and other competitors, such as (inaudible) any pressure on your competence to grow revenue in Europe there?

Robert Hammer -- Chairman, President and Chief Executive Officer

No. The EMEA team is consistently -- met their number or beat it and ultimate quarter they basically took the domain out for about six weeks as we're going through this whole transition. So in some sense, the quarter really didn't start till the 1st of August.

As far as they know their expectations for Q3 are for us very, very significant quarter-on-quarter growth. So I Think what we've stated is accurate, that you can't draw any long-term conclusion from what happened ultimate quarter, they really believe that the majority of that was disruption.

Andrew Nowinski -- Piper Jaffray -- Analyst

Okay, thanks, Bob.

Operator

Thank you. Their next question comes from the line of John DiFucci of Jefferies. Your line is now open.

John DiFucci -- Jefferies -- Analyst

Thank you. I occupy a question for Brian and then maybe a follow-up for Bob. So Brian thanks again for every single that information on the transition of this subscription model, that's every single really helpful. But when they peer at that -- the utility revenue, I Think that's one piece that's going to cause some questions and I just want to obtain sure they understand that.

Can you order us about what the size or the percentage or the revenue of that revenue is fancy on an annual basis and if you can, what the annual retention of that utility revenue is even if it's on a customer basis that they can sort of ascertain how repeatable that is?

Brian Carolan -- Vice President and Chief financial Officer

Sure. So the utility portion of the subscription revenue or repeatable revenue is actually -- it's relatively small in the magnificient scheme of the total. I would gainsay that their retention rate is extremely towering on that.

This is often a pay-as-you-go model based on usage. It's a quite sticky revenue stream that repeats typically every quarter and what we're trying to accomplish with the ACV metric is trying to annualize that as well, because it is on a flee rate that is moderately predictable for us. And it's not -- the majority of the revenue is not even close to that. They didn't gainsay what's the number is, but it is the smaller portion of that total.

John DiFucci -- Jefferies -- Analyst

Okay. Well that's a start. So thanks, it's small, but it does occupy a pretty towering retention rates. So that's advantageous to hear. Okay. And Bob listen, so just to depart along some of the questioning here, Commvault always had strong vision and products, sometimes getting to market has been a challenge, getting the products to market, but both -- both of those points, it's always been strong vision in compelling and stay product, but go-to-market execution seems to occupy been spotty over history.

And you said this in this quarter, the disruption was greater than you expected and so we've heard fancy in the domain of fancy higher than classic voluntary sales personnel attrition and it's -- so that seems fancy the disruption is going to exist -- it's going to persist here and I guess how accomplish you recoup from that?

I know you're trying to shift more to partners, but that also increases some risk to any kindhearted of shift those right. So I guess to some of those questions around fancy how accomplish you feel confident about 9% growth next year, is it the fact that you just don't requisite sales as much as you did before with the shift to more of a product or partner-driven go-to-market strategy, because even in that case I don't know, it just appear to exist pretty necessary here.

Robert Hammer -- Chairman, President and Chief Executive Officer

Now, let's exist clear. Sales is still really critical and the surprise if you want to summon it a surprise is we've always been strong in the enterprise and it drove a lot of their growth in their early years.

And the enterprise for a yoke of years shifted to buying point products, the next shiny box or whatever and that began shifting probably about six months ago, maybe a exiguous longer so a consolidated holistic play in the enterprise and that's really accelerated and those -- that whole series of, suffer if I just went through on consolidation, cost, cyber compliance and I'll just mention offline here that we've automated so much of the processes within data management now.

So we've taken a lead in automation both on premise and the cloud. So you've got this massive shift in the enterprise that is more holistic enterprisewide solutions that requires a really strong enterprise sales favor and I mentioned earlier, when they started Advance, but they wanted more leverage with distribution partners in the enterprise and now we've got the combination of those two.

And then the mid-market, even though they shifted more resources to partners that's a process that is not going to occur in a day. It is happening as they speak, we're seeing in, but that engine will gain momentum quarter-on-quarter. So the answer is sales for their industry is still extremely necessary and yes, there's no doubt when you obtain major changes fancy this and these are fundamental. They didn't try to corps aid it and they did it quickly.

You're going to remark some disruption because it's not only structure that they changed. Its comp and a lot of other things and pricing. So I believe the pluses well outweigh the risks on the bottom, but I don't want to minimize that they won't remark some attrition, disruption as they manage their way through that. But I Think it will exist manageable, because they got so many strengths now for their salespeople to hit their quotas and obtain a lot of money.

John DiFucci -- Jefferies -- Analyst

So it sounds fancy sales or voluntary sales attrition from what we're hearing in the field, it sounds fancy it's accurate, but there's so many things going on here that you Think you'd exist able to offset that?

Robert Hammer -- Chairman, President and Chief Executive Officer

Yes, and peer some of that goes on when you obtain major change.

John DiFucci -- Jefferies -- Analyst

Yeah, OK. Well thank you guys.

Operator

Thank you. Their next question comes from the line of Alex Kurtz of KeyBanc Capital Markets.Your line is now open.

Alex Kurtz -- KeyBanc Capital Markets -- Analyst

Yeah, thanks guys. advantageous morning. I just want to ensue up on that ultimate question, Bob, are you taking any specific actions with your top reps to incentivize them, specifically to stay on for the next yoke of quarters as you depart through this transition, is there any specific actions you're taking? I know there is a lot of organizational changes here. I was wondering if there was a program around the sales favor around retention.

Robert Hammer -- Chairman, President and Chief Executive Officer

The answer is just in general they are taking specific action in specific cases and trying to obtain it easier for their sales teams to win their quotas. There is not a general corporatewide action. There are specific actions in the field.

Alex Kurtz -- KeyBanc Capital Markets -- Analyst

Okay. And Bob just competitively in the US, especially I know there's been a lot of discussion ultimate yoke of earnings calls around a yoke of emerging platforms that are competing in the channel, just any kindhearted of update in what you're seeing quarter-to-date, year-to-date, any changes sequentially?

Robert Hammer -- Chairman, President and Chief Executive Officer

Well, in the enterprise, we're seeing a significant resurgence against every single the competitors, legacy and the fresh competitors in the midmarket and certain, I'll summon lower scale deployment enterprise. They clearly remark the fresh converged guys in the market and they occupy a lot of momentum, but now you've got a Commvault with a full product line and much stronger distribution, to deal with that I can say.

When they gain into head-to-head competition now when they are there, they occupy a really towering win rate, because it's just the breadth and depth of what we're doing in terms of -- and having products that are not only competitive, what they have, but depart way beyond their capability, particularly in their competence to trip data into the cloud to manage it in the cloud and manage it back for a data protection that every single the automated and orchestration capabilities they occupy for debt test DRs and a class by itself now.

So I Think we're in a really solid position technically and I Think we've done a lot to fundamentally change their -- and strengthen their go-to-market. So I Think internally they feel really advantageous about every single those although it was painful in the near term.

Alex Kurtz -- KeyBanc Capital Markets -- Analyst

Understood. And Brian, just ultimate question for me, I Think historically you've called out the subscription headwind, but the dollars, I Think you've kindhearted of projected what the delta would occupy been. Sorry if I missed it this earnings call, but occupy you called that out yet?

Brian Carolan -- Vice President and Chief financial Officer

No, they didn't keep a number on that. I'd gainsay it's fairly consistent with what they did in prior quarters. It's probably in that $3 million to $4 million range, the headwind.

Alex Kurtz -- KeyBanc Capital Markets -- Analyst

Great. Okay. every single right, thanks guys.

Operator

Thank you. Their next question comes from the line of Eric Martinuzzi of Lake Street. Your line is now open.

Eric Martinuzzi -- Lake Street -- Analyst

Yeah, my question has to accomplish with yoke of your key channel partners, just wondering sometimes I've grown num to the HPE, the annual HPE announcement or the annual NetApp announcement. Obviously given the shift to channel dependency here and away from the direct side, what occupy they done differently this year versus past years?

I feel fancy you've always had products that play well with them, but what are the one or two significant changes with those two key partners?

Robert Hammer -- Chairman, President and Chief Executive Officer

I'll prefer HP and I'll let Al prefer the NerApp. The inequity is that they occupy what I summon fully integrated online plays with HP. So when they depart to market, they depart to market with a solution that includes Commvault as far as solution and that's brand new.

That agreement was completely fresh agreement that was executed this summer and basically went into market over the ultimate yoke of months. They occupy significant deals in the funnel with them that are existent that will most likely close this quarter.

In addition to that, for example, HB had 30 people at their partner conference this year and they've had of storage that's working with us contour globally, every single their major accounts with Commvault, so that's really advantageous on the ground integration with HP. So they keep the resources, they occupy the aligned plays. We've got pricing. So they got I'd gainsay extremely advantageous alignment with them and they're putting a lot of resource behind their partnership.

So I'm really confident about kindhearted of where they are with them and we're also seeing it in their funnel growth. So it's radically different from anything we've had in the past with HP and its brand fresh and I'll let Al prefer the NerApp.

Al Bunte -- COO

Yeah, and I Think NetApp is similar to what Bob just said on HPE. Lots of programs, lots of campaigns, lots of sales initiatives, but I Think overall, one that Bob didn't talk about, it's applicable across every single of their major particularly storage or infrastructure partners is their competence to deal with software-defined secondary storage.

Notably came out with their HyperScale both Appliance and reference architecture programs and I think, Eric and you would know this, we're seeing a major, major battleground developing for secondary storage. It's every single predicted that there's going to exist a huge amount of movement in this direction.

We also Think in the current market that there is lot of vulnerability, to older technologies, expensive technologies and again the modern scale-out HyperScale environment is extremely compelling. So they remark a number of again what I'd summon historic storage suppliers wanting to participate in this kindhearted of trend.

Robert Hammer -- Chairman, President and Chief Executive Officer

Yean and Al just made a really advantageous point and HyperScale in HP's case, they drive that on their Apollo, whether Apollo servers. So it's not just appliances, it's on their own server infrastructure for secondary storage and concurrent with that, there is no doubt that their platform and its competence to seamlessly manage data on premise and in the cloud across an enterprise is a major strategic odds versus anybody out there.

Eric Martinuzzi -- Lake Street -- Analyst

Okay. Because that's -- they don't want for people looking out your competitors also occupy programs with them. So I'm joyous to hear there is higher even of executive commitment for you guys.

Brian Carolan -- Vice President and Chief financial Officer

Higher even of integration.

Robert Hammer -- Chairman, President and Chief Executive Officer

And to exist pellucid in HPE case and they accomplish occupy a competitor, in the enterprise they're focused with Commvault and the enterprise. The HPE play is mainly a big enterprise -- global big enterprise play.

Eric Martinuzzi -- Lake Street -- Analyst

Okay. Thank you.

Operator

Thank you. And I'm showing no further questions at this time. Ladies and gentlemen, thank you for participating in today's conference. This concludes today's program. You may every single disconnect. Everyone occupy a much day.

Duration: 74 minutes

Call participants:

Michael Picariello -- MD of Americas Research

Robert Hammer -- Chairman, President and Chief Executive Officer

Brian Carolan -- Vice President and Chief financial Officer

Joel Fishbein -- BTIG, LLC -- Analyst

Aaron Rakers, -- Wells Fargo -- Analyst

Jason Ader -- William Blair -- Analyst

Andrew Nowinski -- Piper Jaffray -- Analyst

John DiFucci -- Jefferies -- Analyst

Alex Kurtz -- KeyBanc Capital Markets -- Analyst

Eric Martinuzzi -- Lake Street -- Analyst

Al Bunte -- COO

More CVLT analysis

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Alexander Amies discusses the items you requisite to flee applications and services successfully on the cloud. One of the architects of the IBM SmartCloud Enterprise platform, Alex is the primary author of Developing and Hosting Applications on the Cloud.
From the author of 

Many types of workloads can exist hosted on the cloud. Making the birthright choices for the best way to flee your particular workload on the cloud is critical to success. One fundamental type of workload is services that are consumed by other applications, and another type is applications for stay users. The optimal approach depends on whether you're hosting an existing application or developing a fresh application. In this article, I contend several types of cloud services and various approaches to hosting and maintaining them.

Cloud services may exist at different levels:

Infrastructure as a Service (IaaS). Example: protest storage, where files can exist stored in a cloud-based distributed file system.

Platform as a Service (PaaS). Example: Data storage, which provides a similar service to protest storage, but for a relational database.

Software as a Service (SaaS). Example: Applications such as customer relationship management systems.

If you plot to host an existing application, you'll most likely requisite to provide the operating-level services for the application using IaaS, in order to exist compatible with the requirements of running the application in a traditional environment. This will comprise customizing a virtual machine image with your application installed, and running one or more virtual machine instances of that image.

With an IaaS cloud, you still occupy to provide monitoring, backup, failover, load balancing, and other support for your hosted application, which can exist a lot of work. Some features in IaaS cloud offerings assist in this area, such as the storage availability areas in IBM SmartCloud Enterprise, which can support with data backup. However, these are mainly tools for administration; as the IaaS cloud service user, you'll still exist amenable for making the proper user tools for backup, monitoring, and so on. Management of these utilities is where PaaS can help.

PaaS provides a platform for running custom-developed applications. PaaS can redeem a lot on maintenance costs above the IaaS even for production applications, where availability and reliability are important. One challenge, however, is that many PaaS offerings require applications to exist developed with proprietary languages, APIs, and data stores. That requirement can exist a problem if your organization doesn't occupy the skills to exhaust those proprietary technologies or doesn't want to exist locked into a proprietary platform. Some PaaS services support standards such as Java 2 Enterprise Edition (J2EE) and SQL, which can obtain it feasible to host well-behaved J2EE applications on the cloud.

You occupy the most freedom to build a cloud-centric application if you're developing a brand-new application. In that case, you can build a highly scalable application by using technologies such as MapReduce and NoSQL. In using those technologies, you requisite to occupy a specific mindset, which involves being tolerant of failure and relational inconsistencies. certain kinds of applications, such as social networking applications, can exist built with those technologies very successfully, but many applications cannot. In particular, industry applications usually requisite relational consistency so that accounts balance, which means that NoSQL may not exist arrogate in those situations. This requirement can obtain it challenging to exist successful hosting traditional industry applications with cloud-centric technologies, including clusters based on MapReduce and NoSQL.

Automation of cloud resource management can exist relatively light and provide the competence to scale quickly via cloud-management application programming interfaces (APIs). The most Popular type of API in cloud computing is the Representational State Transfer (REST) API, because it can exist used conveniently and securely over the Internet.

IBM and AT&T said that they will jointly sell their offerings -- immense Blue's compute and storage infrastructure, along with AT&T's network connectivity -- as an alternative to traditional infrastructure as a service cloud services.

The offering, to exist released early next year, will exhaust IBM's SmartCloud Enterprise+, the company's public IaaS-based cloud service, along with fresh virtual private network technology developed by AT&T Labs. The fresh VPN capability is designed to ensure secure connections and more reliable performance than Internet links provide, said Dennis Quan, vice president of IBM's Smart Cloud infrastructure.

"We feel it will give clients a lot more control over security, privacy and performance and they Think will resolve some of the issues enterprises occupy with adopting cloud computing," Quan said in a telephone interview. Quan added the service is suitable for evolution and testing as well as to flee enterprise applications and even transaction oriented Web sites.

Given the target audience of Fortune 1000 customers and the implied, though undisclosed improvement in performance, this so-called "breakthrough" fresh VPN capability will approach with a charge premium, though the companies aren't saying. also worth noting is the fact that both companies are members of the OpenStack effort. It is unclear when or if this service will support the OpenStack networking protocols. Quan would only gainsay IBM is "deeply committed" to OpenStack.

The fresh VPN technology from AT&T automatically allocates network services to compute infrastructure, according to the announcement. This automation lets customers scale resources on demand much faster than if provided manually, both companies said. The companies said they will tender service-level agreements, over 70 security functions and "high levels" of security embedded on both wired and wireless devices authenticated to a customer's VPN.

The announcement had me wondering if AT&T is going to scale back its own public cloud infrastructure and platform services in favor of sourcing IBM's. In an e-mailed statement from an AT&T spokeswoman: "This is AT&T's most recent step in executing its strategy to deliver cloud services that meet the needs of a wide variety of users including big and medium enterprises, developers, and internet-centric businesses. They recognize that one size does not apt every single when it comes to cloud, and remark the occasion to provide a managed alternative to AT&T Compute as a Service that pairs AT&T's virtual private network technology with IBM's SmartCloud Enterprise+ infrastructure to deliver a highly secure and elastic cloud tender to businesses."

While these companies compete to some extent, it appears both stand to profit from working together. AT&T can provide direct links from private cloud and premises-based data centers to IBM SmartCloud Enterprise+ filling a gap in immense Blue's portfolio, while giving AT&T another option to deliver IaaS, even if the service is not AT&T's.

It is not pellucid how immense AT&T's enterprise public cloud service is but IBM's is presumably bigger. The company said it expects its cloud revenue to hit $7 billion by the year 2015. While the company hasn't disclosed its cloud revenues to date, IBM said it doubled ultimate year over 2010.

About the Author

Jeffrey Schwartz is editor of Redmond magazine and also covers cloud computing for Virtualization Review's Cloud Report. In addition, he writes the Channeling the Cloud column for Redmond Channel Partner. ensue him on Twitter @JeffreySchwartz.